![Quantcast](http://pixel.quantserve.com/pixel/p-GS-HF4BKvzCmv.gif)
![The Power Of The Pivot: How CurlMix Plans To Reach $10 Million In Sales This Year](https://assets.rebelmouse.io/eyJhbGciOiJIUzI1NiIsInR5cCI6IkpXVCJ9.eyJpbWFnZSI6Imh0dHBzOi8vYXNzZXRzLnJibC5tcy8xOTIyNDc4NC9vcmlnaW4uanBnIiwiZXhwaXJlc19hdCI6MTc4MDMxNDYxNH0.utWPIue8HzqAkFLLM6o_6BFgtGRc0JpUtRlCUrGDtNw/img.jpg?width=1200&height=600&quality=90&coordinates=0%2C865%2C0%2C2721)
The Power Of The Pivot: How CurlMix Plans To Reach $10 Million In Sales This Year
Kim Lewis, CEO and co-founder of natural hair company CurlMix, describes herself as "relentless."
CurlMix, which she and her co-founder husband Tim launched in September 2015, is growing fast, but the company has had to reinvent itself along the way.
In 2017, the couple decided to switch from a "do-it-yourself" subscription model to focus solely on ready-made product. Through a series of "learnings" that could have devastated any other founder, Kim was determined to keep going and pivot when necessary. (Before CurlMix, Kim founded a social media network for natural hair. The company "failed" but the insights and connections Kim made while building it, lived on.)
Having passed $1 million in sales in 2018, the brand's 2019 goal is $10 million and Kim's pretty confident it will happen.
"Entrepreneurship is one big game of chess and Monopoly. It's about having fun in the process. When you play games [and you don't win], it's not about, 'I want to stop playing games forever,'" she told xoNecole. "Losing is a part of winning. I don't mind it because at some point, I'm going to win."
Here's how Kim plans to reach this audacious goal and the lessons she's learned scaling CurlMix from a small DIY startup to a growing and profitable company.
1. Figure out what people really want
Courtesy of Kim Lewis
Sometimes in order to become profitable as a business, you have to learn the power of the pivot. "The best entrepreneurs and athletes have a short memory. If it's not working, do something different. A lot of times fear holds people back and keeps them doing the same thing over and over for longer than they should be doing it."
After accepting the company's declining sales in 2017, Kim and Tim realized they'd have to do something different in order to stay in business. An advisor whom they met through being a portfolio company of Backstage Capital - a venture capital firm founded by Arlan Hamilton - asked the money-making question that would change their business forever: "What's your best-selling box?" It was their flaxseed gel box. "Make that."
Kim and Tim didn't believe it was possible. They thought flaxseed would be difficult to scale and that manufacturers wouldn't make it. Their advisor responded with a firm, "Figure it out."
Kim, who was seven months pregnant at the time, spent all of September 2017 making fifty different batches of flaxseed gel, perfecting a recipe that was stable, and more importantly, scalable.
Pivoting the business model actually made sense.
Margins for subscription boxes can be low, while standalone ready-made product margins are significantly higher. Also, while people loved the idea of being provided raw ingredients to make their own products, most people didn't have the time. Kim admits some of CurlMix's best customers were stacking up their unused monthly boxes at home. "I failed enough to know that I wasn't going to make something that people didn't actually want. We did pre-orders for the flaxseed gel on our website. We launched in October 2017 and sold hundreds in a few hours. We tried again the next day. They bought hundreds more."
2. Make the pivot
Kim and Tim knew that they were on to something so they committed themselves to embracing a pivot, though doubt was present. By February 2018, CurlMix made $8,000 in sales. By March, CurlMix had a $30,000 month. A few months later, revenue jumped to $60,000 a month. The company's highest grossing 2018 month reached $240,000 in sales.
"We realized we needed to scrap the whole business and just do this. This is what people want."
Kim and Tim decided to discontinue the DIY product and threw out six months worth of already scheduled content. "I'm glad that [we made the pivot] because I would have wasted money on things that hadn't found product market fit," she explained. "When you start throwing gasoline on a fire and have no product market fit, you're wasting a lot of money."
3. Target, target, target
Courtesy of Kim Lewis
Social media ads became part of CurlMix's recipe for success. By working with a Facebook ads manager, Kim was able to capitalize on wash and go search trends and target potential customers appropriately.
"We targeted people searching for wash and go [styles]. That's where our product performed...People were searching for flaxseed gel but not getting real solutions.The ones that were out there just added flaxseed oil (synthetic gel) to product. People were making it at home but didn't have a ready-made solution. My challenge was going to be figuring out scaling and manufacturing of the flaxseed gel."
By investing in large scale manufacturing of their own flaxseed gel, CurlMix was able to ramp up to making 1500 units of gel a day. This became their unique marketing offer opening up their ability to quench the market demand for a flaxseed gel product that worked.
4. Understand your levers
"I feel like CurlMix is a million-dollar machine. I can turn certain levers and make more money. Before I didn't have that concept."
As the head of sales and marketing, Kim's formula for increasing revenue includes: increasing the average order value (through bundled offering), increasing customers (via increased product specificity and SKU variance), and increasing purchase frequency. She claims, "If you increase all a little, you can triple your revenue in a year."
A $25,000 investment by Backstage Capital in February 2018 helped the company invest in key marketing assets such as new labels, content, and product photos, which ultimately helped fuel company growth.
This mix seems to be working. According to Kim, CurlMix has gotten to the point where they'll be making $40,000 monthly from Amazon alone.
5. Invest in what’s personally important
Courtesy of Kim Lewis
Zuri, Kim and Tim's one-year-old son, is the light of their lives.
"Before, I thought being a mom was going to ruin my chances of being successful as an entrepreneur. I was terrified. However, my husband and I knew that we wanted to have a family. We knew that when we were 50, we wanted to be on vacation with our kids. It's funny but I said, 'When does that happen, when do I actually have the kid? When do I have the time to raise the kid and vacation with them in 20 years?' That's why we decided to become parents."
"I thought maybe I'm not just cut out for entrepreneurship. I credit a lot of our success to my son to providing me with strength and focus."
And Tim? He's Kim's most valuable player on her ever-moving chessboard.
"[Tim] quit and came to work full-time [and manage Operations] for CurlMix in March 2018. He used to make $250,000 as an IT contractor. He really believes in CurlMix and gets so much fulfillment out of it. He told me, 'We can do it.'"
"I picked my husband as a partner because he's brilliant, not because I love him. It matters because it means he can give me solid advice - period. Whether we're together or not, his advice is going to be excellent. That's important because when investors meet us and say, 'Oh, your spouse is your co-founder', my response is, 'Because he's brilliant, not because I love him.'"
6. Keep learning
The road to $10 million is teaching Kim alot about what it takes to be a long-term player in the business. She's had to invest in an human resources consultant to help with the hiring CurlMix needs in order to sustain growth. She's also learning to vet opportunities with a more discerning eye. Kim believes that if you want to succeed in the online world of beauty commerce, getting out of the "ivory towers" is crucial.
"People are doing things that they are comfortable with. They feel like they've gotten bigger and they [don't] talk to customers. I'm in a private Facebook group with our customers. I go live every Wednesday and they watch me do my hair in my shower. They get to know me and I get to know them on a first name basis. A lot of us rush into retail because we want to get that big order from Target or Walmart. That's not the way to build a long-term business in this industry."
Kim cautions other small businesses to learn more about venture capital, too. "We're told that it's bad to sell. It's important to know your options as a company and business person. Understand investments and the other side of the industry that Black folks don't usually have access to." She recommends reading Angel: How To Invest in Technology Startups by Jason Calcanis and Venture Deals: Be Smarter Than Your Lawyer & Venture Capitalist by Brad Feld.
She's also learned to be a better negotiator and explore risk management, something many small business owners struggle with. "Whoever speaks first provides the anchor and has more power. It made me more comfortable with saying what I want first versus waiting to hear what someone will offer me... As a small business, we don't think anyone will come and steal our information. We don't think about having cameras in our offices or small things that exist at big companies. 5% of revenue at every company is gone because of fraud."
Yet, it's about more than just money, admits Kim. "It's not that we made a million dollars. What feels amazing is walking into an office and seeing that you're able to employ ten people. You're able to provide health insurance [and w-2s] for people that look like you. [CurlMix] is a place where [our employees] enjoy working. Those things are so much more rewarding. It's about the people who I work for every day."
There are few more power moves that Kim plans to put into action this year. In early February, the brand introduced its first shampoo and conditioner to market. Additionally, CurlMix's episode on Shark Tank aired on March 3, 2019.
"I've failed quite a bit in entrepreneurship and could have given up in any of those moments. I'm willing to bet on me even if no one else is. I'm willing to sacrifice. I'm going to be successful. It's just a matter of time."
For more on Kim Lewis and CurlMix, visit @kimandtimlewis and @curlmix on Instagram.
Images courtesy of Kim Lewis
- Our Founders – CurlMix ›
- CurlMix Offers DIY Subscription Service - Essence ›
- Interview with Kim Lewis, Co-Founder of CurlMix - Frolicious ›
- Side Hustle Pro: Ep 48: CurlMix Founder Kim Lewis on How to ... ›
- Ep. 51 - Pivot or Quit? Kim and Tim Lewis of CurlMix Share How ... ›
- CurlMix (feat. Kim + Tim Lewis) | Backstage Capital ›
- CurlMix Founder Kim Lewis on How to Market Your Physical Products ›
Rana Campbell is a Princeton University graduate, storyteller, content marketing strategist, and the founder and host of Dreams In Drive - a weekly podcast that teaches you how to take your dreams from PARK to DRIVE. She loves teaching others how to use their life stories to inspire action within oneself and others. Connect with her on Instagram @rainshineluv or @dreamsindrive.
This article is sponsored by Hulu.
UnPrisonedhas returned for its highly anticipated second season, delving deeper into the complex dynamics of the Alexander family.
The series premiere comes a year after its debut season garnered rave reviews from fans and critics and earned record-breaking ratings for Hulu's Onyx Collective brand. UnPrisoned's success can be attributed to its raw, relatable themes and comedic appeal.
Inspired by creator Tracy McMillan's life, the show follows Paige (Kerry Washington), a therapist and single mother whose life takes an unexpected turn when her father, Edwin (Delroy Lindo) --who was released from prison-- moves in with her and her teenage son, Finn (Faly Rakotohavana).
Throughout UnPrisoned's first season, viewers witnessed how Edwin's incarceration deeply affected Paige's life and relationships. In the series, Paige unpacks her trauma through interactions with her inner child and her online followers. Meanwhile, Edwin is overcoming specific struggles with his own past that led to his life of crime, including a dysfunctional upbringing and his mother's arrest. As the Alexanders attempt to reconcile, new challenges arise.
This new season promises to further explore their unconventional family dynamic. Here are several compelling reasons why season two of UnPrisoned should be on everyone's watchlist.
The Alexander Family Life Is Still In Shambles
UnPrisoned's second season resumes where the series left off, with Paige grappling with the fallout from her troubled therapy practice and Edwin navigating life independently after moving out. Meanwhile, Finn faces his own challenges. The teenager is battling anxiety and seeking information about his father—a topic Paige avoids discussing.
The Alexander Family Are Attending Therapy To Resolve Their Underlying Issues
Amid the chaos in their lives, the Alexander family decides to mend their bond by confronting their past traumas. They seek professional help and attend therapy sessions with a “family radical healing coach,” played by John Stamos, a new cast member. This collective effort aims to unravel the complexities of their shared history and strengthen their relationships.
The process of unraveling each character's internal conflicts and their potential impact on future relationships may clash with Paige's textbook therapy approach. While Paige is used to being in the therapist's seat in both career and family, this forces her into the unfamiliar role of a patient during therapy sessions. This shift would compel her to look in the mirror and try a radically different approach.
The Alexander Family Learned A Big Lesson During A Therapy Session
In therapy, the Alexanders are tasked with addressing their individual traumas to salvage their remaining relationships. One of the family therapist’s eccentric suggestions was an exercise involving a family wrestling match. During this session, Paige faces tough questions about her refusal to share information about Finn's father.
While it's unclear whether this scene is reality or fantasy, the image of the family duking it out in the ring certainly makes for hilarious yet compelling television.
Paige Tries Dating Again Following Failed Relationships
Amid her life's chaos, Paige decides to step back into the dating field. However, her many attempts have left her with mixed results. The dating apps have turned out to be a fail, and an outing with her ex Mal (Marque Richardson), who is also her father's parole officer, doesn’t go quite as expected after he brings an unexpected guest – his new girlfriend.
The situation takes an awkward turn when Mal's new partner learns why the former couple split, partly due to Paige's self-sabotage.
UnPrisoned Is A Perfect Balance Of Comedy And Drama
As a dramedy, UnPrisoned takes a comedic approach to its heavy subjects. The show takes us on a ride with Paige's dating misadventures and navigating a friendship with her ex.
Other lighthearted moments include Edwin's attempts at CPR based on online videos and, of course, the antics of the Alexander family's unconventional new healing coach.
The second season of UnPrisoned is now available on Hulu.
UnPrisoned | Season 2 Trailer | Hulu
Feature image courtesy
'Dear Black Girls': How A'ja Wilson Is Helping Black Girls Heal & Bloom With Confidence
In recent years, books written by Black women, such as Viola Davis, Michelle Obama, and Taraji P. Henson, have adorned our shelves and shown the great trials and tribulations one has had to endure to become the woman we see today. Though their narratives show great accomplishments, they explain in detail the price that had to be paid to achieve their monumental success. Often, this price came at the cost of having to endure unspeakable tragedy. The world was being carried on their shoulders and backs, and they had to learn to balance the weight of it all. Despite the odds, they managed to grow and become exceptionally talented women with limited support or, most of the time, alone.
However, in A'ja Wilson's recently published book, Dear Black Girls, this narrative is changing for the better. The memoir shows that WNBA superstar, and growing legend, A'ja Wilson isn't just a force to reckon with on the court, racking up championships, MVP awards, Olympic gold, and season-record-breaking accomplishments. Her impact transcends the game, reaching into the hearts of young Black women and girls, who like me might have once felt a pang of otherness for embracing their inner tomboy.
Wilson's recently published book offered a powerful remedy, a story that mirrored my own experiences and gently soothed the wounds of not always fitting in. This collection of honest stories is not just about Wilson's journey, it's also a book that holds the potential to heal and inspire countless other Black girls who deserve to see themselves reflected in the pages of a champion.
Although Wilson discusses the tribulations she had to overcome, she didn't have to do them alone and often had more than one support system installed to ensure her success. This book ultimately shows the beauty that grows when Black girls are raised with nourishment, intentionality, and understanding rather than the unrelenting grief and sadness that many believe are necessary to raise Black girls.
In Dear Black Girls: How to Be True to You, the two-time MVP shows us that love, rather than unending tragedy, can be the source of success for all Black girls--past, present, and future. Wilson also shows us how love can occasionally come from an unexpected source--a stranger who only has compassion, empathy, and understanding to offer.
Living While Black
There comes a point in time, in every Black girl's life, where they learn that they are not just a girl, but a Black girl. For me, it was on the playground of my elementary school, where a white girl--who I thought was my friend--called me the n-word when I refused to join her in a fight against a mutual friend. For A'ja Wilson, it was when her "friend" refused to invite her to her house for a sleepover, unless she slept outside. When asked why she had to be the only one to sleep outside, she was quickly informed it had been due to her race. Though her parents discussed it with her and explained why she and the young lady could no longer be friends, A'ja Wilson offers a relatable lens to express the grief of realizing one's otherness.
The year she discovered her Blackness meant a difference, Wilson felt alone and began isolating herself. It wasn't until she met a woman who worked in the cafeteria that she understood the importance of being seen by someone who looked like her. In Dear Black Girls, Wilson teaches the importance of representation and finding someone who "looks like you" and actively cares and checks in with you. Though the young readers of this book will most likely never meet Wilson, she provides her novel as a stand-in role model who actively sees how alone some Black girls feel in the world and tells them lovely: "I see you, I got you."
Finding Oneself
There is a certain power in discovering one's "why." In Dear Black Girls, Wilson explains that in order to find oneself or one's reasons for doing things, it might be important to look to your elders. The ones that could make you believe in yourself. For Wilson, it was her grandmother. Her grandmother was her place of solace and the person she felt closest to. Before she picked up the game of basketball, A'ja's grandmother believed she was special and would achieve so many things in life.
Through this belief, she nurtured Wilson and taught her to believe in the good that everyone had to possess. She taught Wilson that Black women could be heroes, and knew how to "walk the walk" and "talk the talk." She taught Wilson, and in turn, Wilson has taught Black girls, that finding oneself can be done at the hands of the ones that we love. And that if one's love is strong enough, we can "freeze it, and preserve that safe space forever."
It's Okay to Be Different
In school, Wilson was considered a "slow learner." Diagnosed with dyslexia at the late age of 16, she believed she had not been as "smart" as the other kids. Wilson would freeze up in class, and despite loving to write narratives and the school itself, she found she did not catch on with her peers as quickly as she liked. She spent hours on end stressing about being different, so much so, that at times the thought of her otherness became debilitating and all-consuming. With her family and in her solitude, she understood who she was. However, among her friends and in class, she found that she didn't know who she was, nor who they wanted her to be.
From this, she taught Black girls that being a teen is stressful enough, so being oneself should be easily embraced. Though, she admits to not knowing the right thing to say, do, or act, and therefore is unable to give us "cheat codes," the best thing a young Black girl can do, is just be.
Find Your Gardener
I often say that Black women have learned to grow without nourishment. So, in reading Dear Black Girl, it was a refreshing change of pace to read that Wilson had been adorned with love, guidance, honesty, and protection by strong support systems in her life. One of those support systems was Wilson's father. Her father taught her many things in life, but one that was most essential was the importance of perseverance and overcoming mediocrity. See, despite being the best in her career, Wilson and basketball did not mesh well from the start. Instead, she had been known to try many things and was lackluster at best.
Nevertheless, when Wilson was told that she did not play well by her father--after asking why she wasn't getting any playing time--she finally learned to overcome her challenges.
Not because she suddenly practiced more, or believed she could do anything with time. She became better because her father gave her the option to walk away from the sport. He allowed her to be scared, to be unsure of what she wanted in life, and freed her of the stress of absolutes. Through encouragement, he became her gardener--always trying to bring out the best in her through "easy" and "tough" love. In Dear BlackGirls, Wilson encourages Black girls to find their "gardeners," the people in their lives who bring out the best in them, drive them crazy and are never afraid to tell them how it is. The person that pulls out all of the weeds and negativity, and leaves enough space for you to receive sunlight and bloom.
Gaining a Nonsense Detector
While finding a gardener, Wilson also encourages Black girls to find or gain a "nonsense detector." A nonsense detector is just as it sounds, someone who can detect the nonsense that the world is attempting to bring to them and help them identify what it truly is. They are the person who is willing to approach a spade and call it by its name. In Wilson's life, this was her mother. A'ja's mom encouraged her to think logically about her education and its relationship to her basketball career.
She was the person Wilson called when she learned to drive in a new state or deal with the stress of her newfound career. Through her mother's encouragement, she learned not to chase after boys or some concept of a new sense of self, instead, she learned to make decisions with her best interest in mind. In doing so, she chose family, which meant more time with her grandmother, which she would not have had if she hadn't learned to listen to something that encourages no-nonsense.
Grief Has No Timeline, Knows No Bounds
In 2017, during her junior year of college, A'ja Wilson was known as one of the best players in the NCAA. After two seasons of coming up short of winning a national title, she had finally accomplished her goal of winning with Dawn Staley's South Caroline Gamecocks. However, the win was bittersweet, because the champ had been grieving the loss of her grandmother, one of her biggest support systems.
During this time, Wilson discovered that grief could not be neatly packed away in a box, waiting to be unraveled when she had prepared to deal with it. She noted that it was an unending rollercoaster where lows felt all-consuming and endless.
In Dear Black Girls, Wilson discusses the importance of experiencing grief at its pace, and on your own timeline. She explains to young Black girls that the feeling of despair and paralysis is normal and that instead of trying to climb out of the sadness, sometimes it is beneficial to wade through it, with the people you care about. Not only this, she encourages Black girls to embrace support that may be considered unexpected, through a beautiful anecdote involving Dawn Staley.
The champ mentioned the coach drove down to her house, upon hearing about the death of her grandmother, and sat in silence with the athlete as she cried. She informed her that she could take all of the time that she needed and that the "team would be waiting for her when she was ready to return."
You Don't Know What You Don't Know
The issue that many people hold today is they expect to be perfect. Though we know perfection is merely a concept, and the only thing perfect about perfection is the word itself, many dwell on being perfect and having the foresight to ensure it is so. When perfection is inevitably unattainable, we punish ourselves for not knowing better or being fallible. Nevertheless, dwelling on things, especially in relation to being perfect, is nothing more than wasted energy.
In Dear Black Girls, Wilson--through a humorous anecdote of her WNBA drafting day--points out that everyone makes mistakes and that many should not be ashamed for not knowing what they hadn't known before. Instead, beauty lies in learning and giving oneself credit for the knowledge that you now have for navigating future situations. Instead of beating yourself up, Wilson tells young Black girls there is no point in beating themselves up and to allow grace in moments of uncertainty and error.
Protect and Nurture Your Mental Health
The idea of seeking therapy is often a hurdle for Black women. With societal expectations and generational aversions, the concept of the "strong Black woman" often overpowers the necessary, and sometimes dire assistance Black women should seek. In Dear Black Girls, A'ja Wilson points out that most Black women are the first, or one of few, in their families to accomplish significant achievements, such as going to college, getting a corporate job, or making a high-figured salary.
This results in pressure that cannot be seen as relatable by family members, and often results in anxiety disorders, growing, unrelenting pressure, and crippling stress. To solve this, Wilson encourages Black girls to seek help outside of themselves and their friends, to ensure they are not taking on the weight of the world, simply because it was placed on their shoulders. Black women need someone to talk to, especially when it has been ingrained since birth that we should nurture and care for everyone but ourselves. By seeking a therapist, this narrative can change, and the idea of being a "strong Black woman" can come from the idea of learning to be vulnerable and asking for help.
Be Your Own Hero
It is heroic to take control of your own life. Being your own hero gives you confidence and reassurance to face obstacles directly, to follow your passion, and to define success how you see fit. It can be powerful and gratifying to become the best version of yourself and to allow yourself to be. In Dear Black Girls, Wilson teaches Black girls their final lesson, "If you can see them [your heroes], then you can be them." Many Black girls do not seek certain positions in life because they have never seen people who look like them in certain positions.
Nevertheless, Wilson explains the importance of having and seeking out representation, either in life or in media. Then, she encourages young girls to pursue that life they dream of, because anything is attainable with hard effort and--most importantly--love.
Check out A'ja Wilson and the 2024 Paris Women's Basketball Olympic team from July 26 through August 11.
xoNecole's I Read It So You Don't Have To is a recurring series of self-discovery that breaks down self-help books into a toolkit of takeaways and tips that are meant to assist you in finding the best life you can live. Take what works for you, and leave everything else where it is.
Let’s make things inbox official! Sign up for the xoNecole newsletter for love, wellness, career, and exclusive content delivered straight to your inbox.
Featured image courtesy